Who You Are
Highly regarded technical leader, both within the account team and the Operation for which they work. Has a level of transparency inside and outside of Cisco and, therefore, provides influence and drives strategy & planning and investment at large around innovative architectural solutions with key partners. Provide business level mentorship to the Partner account team or Operation on technology trends and competitive threats, both at a business and technical level. Works closely with key partners to design and present business cases for innovative architectural solution development, investment and implementation. Manages Cisco technical resources and engages SMEs on behalf of the partner. Acts as primary owner of the partner technical relationship.
What You'll Do
Market Analysis and Planning
* Provide strategic feedback regarding partner landscape, and technology and solution trends within a local market (strategic)
Business Development
* Evaluate current partner's technical readiness relative to Cisco’s technical strategy (solutions, services, product, quality of service, reputation) and identify gaps in readiness
* Provide technical direction, and influence new and existing partners toward developing new Cisco solutions and services offerings
* Work with and influence partner to develop new partner practices aligned with Cisco’s architectural plays
* Coordinate with PAM and Partner SEM in structuring new partnerships
Partner Enablement
* Build the partner Technical Business Plan
* Analyze and give recommendations on partner technical needs, goals, and objectives. Involve learning partners and internal partner training to help the partner reach a higher technical sales and service capability
* Ensure partner technical resources are provided appropriate products, solutions and architecture training. Assist in training partner sales teams
* Provide positioning and use case development training (for partner to use with customer) to senior partner technical leadership. Focus training around architecturally positioning Cisco solutions and services
* Participate in development, measurement and management of the partner’s Technical Readiness Plan
* Use Requirements & Processes as needed for key features / product requests
Sales Coordination
* Adapt existing or develop new Cisco solutions that address a specific partner need
* Cross communicate Cisco and partner value propositions, especially between partner and Cisco field SEs
* Aggressively capture insight into strategic / high-value opportunities that the partner is pursuing and connect with Cisco field team
Partner Service and Support
* Ensure partner will score high in C360 on all technologies
* Act as key contact and customer concern point for partner technical issues within Cisco
* Educate partners and promote use of Cisco remote support model and effective use of partner and customer support tools
* Personal and Interpersonal Development
* Be the technical leader with vision
* To show the value proposition thru partner practices
* Provide feedback to Cisco business units (Products and Marketing) on features and solutions gaps in current products and coordinated solutions (Cisco / other vendors)
* Research and build collateral positioning the technical trends of the internetworking industry
* Become an expert in competitive landscape nuances in local market
* Actively participate and contribute to Cisco technical community discussions
Qualify (Partner Led)
* Assist partner in refining and researching technical requirements of an opportunity
* Provide support in customer meetings and seminars
* Assist partner in qualifying customer technical requirements
Who you'll Work With
* Work with partner to develop Technical Account Plan
* Work with partner in driving solution development (demos, POC and technical questions)
* Assist partner in developing customer presentation materials
* Assist partner with technical presentations of Cisco solution and services options to customer
* Assist partner in demonstrating solution return on investment and impact of Cisco solution to customer's business
Post-Sales (Partner Led)
* Participate with partner in addressing post-sales, deal-specific technical questions
At Cisco, we’re revolutionizing how data and infrastructure connect and protect organizations in the AI era – and beyond. We’ve been innovating fearlessly for 40 years to create solutions that power how humans and technology work together across the physical and digital worlds. These solutions provide customers with unparalleled security, visibility, and insights across the entire digital footprint.
Fueled by the depth and breadth of our technology, we experiment and create meaningful solutions. Add to that our worldwide network of doers and experts, and you’ll see that the opportunities to grow and build are limitless. We work as a team, collaborating with empathy to make really big things happen on a global scale. Because our solutions are everywhere, our impact is everywhere.
We are Cisco, and our power starts with you.
